Strategic Account Director - Energy, Malaysia

Job description

**Overview** Microsoft’s Enterprise Account Team partners with our most strategic customers to achieve their business outcomes through AI, cloud, data, security, and digital transformation. As the Strategic Account Executive for the Energy Industry in Malaysia, you will lead Microsoft’s relationship with one of our largest and most strategically important enterprise customers in the country. This is a leadership role requiring exceptional account management discipline, deep Energy industry knowledge, executive presence, and a proven ability to lead complex, multi-year transformation partnerships at scale. You will operate as the overall account leader and trusted business partner, developing a deep understanding of the customer’s corporate strategy, transformation priorities, operating environment, and technology agenda. You will translate these priorities into a multi-year strategic account plan that delivers measurable business outcomes for the customer while accelerating sustainable growth for Microsoft. Leveraging the full breadth of Microsoft’s capabilities across AI, Copilot, Azure, Data, Security, and Business Applications, you will lead a large, multi-disciplinary virtual team spanning sales, engineering, customer success, services, partners, and Microsoft leadership. You will engage senior executives and business and technology leaders across the customer organization to identify new opportunities, shape transformation programs, and establish Microsoft as a long-term strategic partner. Success requires much more than technology sales. You will bring an Energy industry point of view, strong commercial acumen, executive-level relationship skills, and the ability to navigate a complex organization and ecosystem. You will anticipate strategic opportunities, mobilize the right Microsoft and partner capabilities, challenge conventional thinking, and help the customer use technology and AI to reinvent areas of its business. Microsoft’s mission is to empower every person and every organization on the planet to achieve more. We come together with a growth mindset, innovate to empower others, and collaborate to realize our shared goals, grounded in our values of respect, integrity, and accountability. **Responsibilities** Strategic Account Leadership - Own the customer strategy. Develop and execute a multi-year strategic account plan aligned to the customer’s business priorities, industry transformation agenda, and technology strategy, with clear growth ambitions and measurable customer outcomes. - Operate as the overall orchestrator of the Microsoft-customer relationship, connecting business priorities with Microsoft capabilities and ensuring alignment across senior customer stakeholders, Microsoft leadership, account teams, specialists, engineering teams, and partners. - Develop a comprehensive understanding of the customer’s business model, investments, transformation initiatives, competitive landscape, organizational dynamics, and strategic priorities. - Create sustainable long-term growth by expanding Microsoft’s relevance across the customer’s enterprise and identifying new strategic opportunities beyond established technology relationships. Executive Relationships & Trusted Partnership - Build, deepen, and sustain trusted relationships with C-suite and senior business and technology executives, positioning Microsoft as a strategic partner to the customer rather than solely a technology provider. - Bring relevant global Microsoft executives, engineering leaders, industry experts, customers, and partners into the relationship to create differentiated executive engagements. - Develop relationships across multiple levels and business units within the customer to establish broad sponsorship and alignment around strategic initiatives. - Represent the customer’s priorities and interests within Microsoft, mobilizing the organization to remove barriers, accelerate decisions, and deliver improved customer outcomes. Energy Industry Leadership - Bring a strong point of view on the Energy industry, informed by understanding of areas such as the evolving energy landscape, upstream and downstream operations, energy transition, operational efficiency, sustainability, digital operations, data and AI, cybersecurity, and workforce transformation. - Translate global and regional industry trends into meaningful strategic conversations with customer executives and connect those priorities to Microsoft’s technology and partner ecosystem. - Leverage Microsoft’s global Energy capabilities, customer references, partners, and industry expertise to bring new ideas and transformational opportunities to the customer. - Establish Microsoft as a strategic thought partner capable of contributing to both the customer’s technology agenda and broader business transformation. AI & Digital Transformation - Lead strategic conversations around AI-powered business transformation, helping the customer identify where AI, Copilot, agents, cloud, data, security, and industry solutions can create differentiated business value. - Connect technology investments to measurable business outcomes, including productivity, innovation, operational resilience, workforce transformation, customer experience, and new sources of value. - Partner with technical, engineering, customer success, and partner teams to move strategic ideas from executive vision through adoption and value realization. - Ensure successful transformation initiatives translate into sustained platform adoption, consumption, customer satisfaction, and new opportunities. Sales Excellence & Business Growth - Own end-to-end business performance for the account, including pipeline creation, opportunity qualification, forecast accuracy, revenue, cloud consumption, solution adoption, and competitive win strategy. - Identify, develop, and close large, complex, multi-year transformation opportunities and commercial agreements involving multiple stakeholders, technologies, partners, and geographies. - Develop compelling business cases and value propositions that connect Microsoft solutions to the customer’s strategic objectives and measurable business outcomes. - Maintain rigorous opportunity and account management discipline, anticipate risks and competitive threats, remove blockers, and drive clear actions to closure. - Apply strong commercial judgment to construct mutually beneficial agreements that deliver long-term value for both the customer and Microsoft. Account Team & Partner Orchestration - Lead and empower a large virtual account team across sales, technical, engineering, customer success, services, marketing, and partner organizations. - Establish clear priorities, accountability, and operating rhythm across the team while maintaining relentless focus on customer outcomes. - Build a high-performing ecosystem of strategic partners capable of complementing Microsoft technologies with relevant industry solutions, services, and transformation capabilities. - Mobilize Microsoft’s regional and global resources around the account when executive sponsorship, engineering engagement, industry expertise, or investment is required. Competitive Leadership & Customer Success - Maintain deep awareness of the competitive landscape across cloud, AI, data, security, business applications, and industry solutions. - Develop strategies that clearly differentiate Microsoft and build customer preference, trust, and long-term loyalty. - Anticipate customer satisfaction issues and business risks, establish recovery plans where required, and mobilize Microsoft resources to resolve critical challenges. - Reinforce a culture of customer obsession, accountability, integrity, and execution excellence across the account team. **Qualifications** Required / Minimum Qualifications - 15+ years of relevant professional experience across enterprise sales, strategic account management, business development, or customer transformation, with significant experience managing large and complex enterprise customers. - Demonstrated Energy industry experience and credibility, with a strong understanding of the strategic, operational, technology, and transformation priorities of large Energy organizations. - Proven track record of successfully managing large, strategic enterprise accounts and consistently delivering against demanding sales, growth, and customer outcome objectives. - Extensive experience building trusted relationships and influencing C-suite and senior executive stakeholders, including business and technology leaders. - Demonstrated experience leading and closing large, complex, multi-year enterprise agreements and transformation opportunities involving multiple decision makers, business units, technology domains, and partners. - Strong track record of leading cross-functional and virtual teams across sales, technology, customer success, services, engineering, and partner functions without relying on direct reporting authority. - Strong commercial and financial acumen, including business-case development, deal strategy, negotiation, forecasting, pipeline management, and executive-level value articulation. - Demonstrated ability to translate complex technology capabilities into strategic business outcomes and communicate effectively with both business and technical audiences. - Bachelor's Degree in Business, Engineering, Technology, or a related discipline, or equivalent relevant professional experience. Preferred Qualifications - 15+ years of Energy industry, enterprise technology, strategic sales, or account leadership experience, ideally combining deep industry experience with complex technology transformation. - Established executive network and demonstrated experience working within the Malaysia Energy ecosystem and with large, complex Malaysian or regional enterprises. - Experience leading major transformation programs or strategic customer engagements involving AI, cloud, data platforms, cybersecurity, enterprise applications, and digital transformation. - Strong understanding of AI-led industry transformation and the ability to engage senior executives on how AI, data, digital platforms, and new operating models can reshape the Energy industry. - Experience managing strategic relationships involving multiple subsidiaries, business units, joint ventures, partners, and regional or global stakeholders. - Demonstrated ability to operate effectively in highly visible, business-critical customer environments where executive engagement, customer trust, competitive intensity, and execution discipline are paramount. This position will be open for a minimum of 5 days, with applications accepted on an ongoing basis until the position is filled. --- Microsoft is an equal opportunity employer. All qualified applicants will receive consideration for employment without regard to age, ancestry, citizenship, color, family or medical care leave, gender identity or expression, genetic information, immigration status, marital status, medical condition, national origin, physical or mental disability, political affiliation, protected veteran or military status, race, ethnicity, religion, sex (including pregnancy), sexual orientation, or any other characteristic protected by applicable local laws, regulations and ordinances. If you need assistance with religious accommodations and/or a reasonable accommodation due to a disability during the application process, read more about [**requesting accommodations.**](https://careers.microsoft.com/v2/global/en/accessibility.html)